Finastra Case Study April 2021 - Finastra Approved - Brogan Lovatt

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THE FUTURE OF FINANCE CASE STUDY - FINANCIAL MESSAGING SERVICE 2021 WHO ARE FINASTRA? Finastra are innovators of the financial field, they build and deploy next-generation technology that transforms global financial institutions and community banks alike. Regardless of size or geographic location their expertise, software architecture and cloud ecosystems support retail banking, transaction banking, lending, treasury and capital markets. With a huge global footprint and the most comprehensive set of financial software solutions on the market they support over 8,600 customers including 90 of the top 100 banks globally. Their personalised, continuous and proactive support and services are designed to help their clients reach success and meet their strategic objectives. FINASTRA CASE STUDY 2021 THE CHALLENGE The traditional approach wasn't effective in the modern market. While serving thousands of customers, Finastra’s Financial Messaging Marketplaces business wanted to extend their reach into the growing sector of challenger banks across the UK and the US that represent the modern age of banking and finance. Initially using their field sales functions Finastra quickly realised their progress was limited by their traditional approach. After already partnering with Intelligent Talk on three previous campaigns, they knew that we have the expert knowledge, adaptability and technology to unlock this new market on their behalf. Focusing not only on the UK, but also the US market to provide maximum output with an international campaign. FINASTRA CASE STUDY 2021 OUR SOLUTION THE INTELLIGENT METHOD: Bespoke branded emails & landing We use a multi-channel approach to pages. map out the chosen target market, this Building relationships through LinkedIn. allowed us to expand on the wish-list of ideal clients provided by Finastra. Fully personalised and researched telephone conversations showcasing Finastra’s services, experience, brand and We work by identifying those prospects USPs to key decision makers within the with a real desire and need for Finastra’s financial sector. solution, then develop those Focusing on relationship building and relationships into viable business sincere engagement by fully understanding the Finastra culture, opportunities. language and experience so that we outwardly represent their brand to the We do our research, learning the highest standard. companies and developing trust with Adapting to the tonality of their target every prospect we interact with, to market, allowing seamless transitions qualify only the ones that really delivered through the sales funnel. against Finastra’s specific requirements. Focusing on understanding interest from the prospect and the ability to solve their pains with a Finastra solution, with the key outcome being a fully qualified sales meeting being booked. FINASTRA CASE STUDY 2021 THE RESULTS Even for a huge company such as Finastra, brand awareness is invaluable. Especially when it comes to new markets, it ensures the right people in the right companies know who to turn to for the services you provide. Building brand awareness takes time and effort but we have achieved this for Finastra in their target market. In this most recent campaign, Intelligent Talk has mapped out more than 572 contacts across the UK and US within Finastra’s target market. This resulted in a huge amount of brand exposure for Finastra in a completely new industry sector for them. Not only that, we have provided a long-lasting pipeline of clients for Finastra extending far beyond the initial campaign. 3 US 7 UK 61 OPPORTUNITIES OPPORTUNITIES OPPORTUNITIES NURTURE LEADS WORTH C.£200K Each lead being of top quality, fully researched and qualified to ensure that only the highest calibre was introduced to Finastra. It’s results like these that allow Intelligent Talk to build long-lasting and mutually beneficial partnerships with our clients. To ensure a healthy pipeline and a steady flow of new opportunities, we use the " services of Intelligent Talk to conduct business development campaigns for us. " The team at Intelligent Talk are very professional, easy to work with, and provide clear and insightful reporting for our weekly touch points. Most importantly, they were able to generate a strong set of qualified new business leads for my team to develop. I would not hesitate to recommend them. - NEIL MACRO, GLOBAL HEAD OF SALES, FINANCIAL MESSAGING MARKETPLACES FINASTRA CASE STUDY 2021